Area Manager

Position Summary

Our Area Managers are responsible for the support and promotion of the full ICU Medical product portfolio in their assigned geographical territory. This primarily includes Consumables (including the Clave portfolio, PIVC, IV Sets, Oncology, and other ancillaries), Pain Management, and IV Solutions, and secondarily Infusion Systems (Plum360, CADD, Medfusion, MedNet and Pharmguard drug error reduction software system (DERS), IV EHR, and Temperature Management. The Area Manager is responsible for all territorial sales contributing towards the achievement of all divisional sales objectives. The Area Manager is further responsible for developing and nurturing all stakeholder relationships within their territory, both internally within the ICU Medical team (Device Sales Specialists, Clinical Nurse Consultants, National Pharmacy Consultant, Regional Sales Manager, Marketing, Contracts, etc.) and externally (Hospital Administration / Executive, Clinical Management, procurement organizations, etc.).

Essential Duties & Responsibilities
- Achieve annual sales targets for identified ICU Medical portfolios
- Using ICU Medical business unit and local Canadian growth strategies, develop a unique account sales strategy for each target account via an Account Plan
- Developing an annual territory business plan that outlines growth objectives, key accounts targets, customer call objectives, Educational/Speaker events and group selling activities. The plan will also include activities relating to key influencers within the territory and facilitate support required and targets of the Device Sales Specialist, Clinical Nurse Consultant, National Pharmacy Specialist, Marketing, and ICU Medical management.
- Develop and maintain short term and long-term territory opportunity pipelines that also guide unique Account Plans and territory growth strategies
- Monitor and maintain territory RFP and Contracts; leverage ICU Medical resources as required to pro-actively strategize and influence existing and competitive business opportunities
- Monitor and track the usage of all of Consumable, Infusion System, IV Solution, and Pain Management products and competitive products in key hospitals to optimize sales and identify business opportunities
- Ensure planned implementations are coordinated and executed accordingly
- Monitor, track, and support the strategies of any ICU Medical products represented by Specialty Distributors
- Through the national 3PL lead, manage and support and territory specific 3PL initiatives or requirements
- Working closely with key territory stakeholders including hospital executive administration, material management, nursing clinical instructors, nursing management teams, nursing IV access teams, Biomed, IT, Risk Management, infection control and pharmacy in identifying sales opportunities
- Develop support network and positive relationships within senior administrative levels
- Support sales efforts by creatively utilizing detail aids, scientific articles, case studies, and cost/value analysis cards as well as educational conference summaries
- Updating product knowledge on ongoing basis
- Other duties as assigned

Knowledge, Skills & Qualifications
- Self-motivated, energetic, professional, and able to perform job duties with mínimal supervision
- Excellent verbal and written communication skills
- Strong presentation skills
- Strong negotiation skills
- Strong business and financial acumen
- Strong organizational skills and able to multitask
- Computer literate and proficient in Excel, Word, Power Point, and Outlook
- A strong desire to see others around you succeed as well as drive toward individual achievement

Education and Experience
- Minimum of 5 years successful Hospital sales experience with proven results is required
- Bachelors Degree is preferred; MBA or MHA a plus
- Experience with a territory electronic management system
- Established senior contacts and relationships within various regions
- Superior communication and presentation skills
- Superior and proven territory management skills
- Superior analytical skills and proven team player

Work Environment
- This job is a field-based role.
- Work may be performed in a home office using standard office equipment, as well as on-site at customer locations
- Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
- While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time; depending on the needs of a customer.
- As part of the scope of employment, the employee must hold a valid driver’s license as well as comply and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.
- Typically requires travel more than 50% of the time

ICU Medical is an Affirmative Action and Equal Opportunity Employer. All qua